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What has made me a multimillionaire. I’m gonna reveal to you right now, and I can prove it to you. The superstars that you’re looking for, are on the tip of my tongue. Well, what did we think? Did we like him? The likeability factor is the best kept secret in business. Hire for attitude, train for skill. Hire for attitude, train for skill. Hire for attitude, train for skill. The superstars you are looking for in any service based industry are likeable people, and I can prove it to you. Have you ever wondered why and how Oprah, became a billionaire? Oprah convinced thirty million women and about a million men, that she was their best friend, and every afternoon there’s 31 million people would tune in to their best friend. Oprah converted the likeability factor into money, is everybody with me? If you don’t have a methodology, you’re gonna have rebellious people spark every now and then. Am I right or wrong? If you don’t have a methodology, you’re gonna have people go off the reservation every now and then, am I right or wrong? So if you don’t have a methodology, and you got people doing dumb stuff, that’s not their fault, that’s your fault. Did we like them? If the answer was, “uh,” what’d that really mean? Next! Have you guys ever paid attention to the greatest salesmen on this earth? See, I pay attention. They call me a thought leader, so I’m always thinking. The greatest salesmen on this earth are not business people, they’re a bunch of girls four feet tall. Who am I talking about? The Girl Scouts, man, you will bounce a check before you turn a Girl Scout away! You will buy more cookies, even if you got some cookies in the house, am I right or wrong? And let’s be honest, those cookies aren’t that freaking big. Those little girls are sales assassins. It’s hard to say no to a Girl Scout, it’s like emotional, and here’s why. We’ve all heard the term before, but we don’t execute it. People want to buy from people they know, people they like, people they trust, have you heard that before? But yet, do you execute that methodology? We know Girl Scouts, we like Girl Scouts, and we trust Girl Scouts. It’s hard to say no when you have the trifecta. If you’re ready to go to that next level, and install methodology say, “uh huh!”

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Alright, lesson number one, lesson number one, lesson number one. If you want to be successful, business lesson number one, cut off the news. The media’s job is not to tell us the truth, the media’s job is to make money. The media has figured out that America is addicted to negative information. So every night at six, when you cut off the news, do you ever turn to your wife, husband, significant other and say, “Honey, I feel real good about America.”? When’s the last time you said that? When you cut off the news, you’re angry, you’re sad, you’re frustrated. Some people are actually scared. I kicked my competition’s butt because I don’t watch the news. One methodology I want to teach you today, is what I use to close deals. And I almost never hear the word, “No.” See, my marketing methodology is called the “mousetrap”. My job, is to simply catch mice. In this context, mice are meeting planners. People who plan meetings. So in order to build a good mousetrap, you got to figure out some good cheese. You got to build a good mousetrap, which begins with cheese. Here’s my cheese: Every meeting planner wants a speaker who’s entertaining, and dynamic and gives the audience great information. That’s my cheese. So all my marketing materials, since I’m very entertaining and dynamic, and I give great information. But once you got somebody nibbling on your cheese, I come in with the close, and it’s fast, it’s strong, and it’s swept because every meeting planner wants an entertaining and dynamic speaker who gives great information. That’s what they’re looking for, and I know it. So can I ask you a question? What are your customers looking for? Don’t think like you, think like a customer. One of the best ways you can build a marketing methodology, is stop thinking like you, and start thinking like your customers. I’ll be the best speaker your group’s ever had. It’s really hard to say no to that, wouldn’t you agree? See, your closing mechanism always need to be connected to a promise. People buy promises. I got a coaching program where I teach all my business leaders all my methodologies, and I just gave you one for free. Kind, I didn’t go too deep, as deep as I could go, can you do me a favor? Go back and build a mousetrap, make sure you got some good cheese, but what is your closing mechanism? Everyone loves a promise. I’ll be the best motivational speaker your group’s ever had. You guys know I almost never hear the word, “No.”

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What is your methodology on leadership? What is your methodology on culture? What is your methodology on sales? What is your methodology on teamwork? We can go to a Super Bowl party, and we miss the real lesson. You can be down 28 to 3, but if you have a methodology, the teammates won’t panic. If you have a methodology, your teammates won’t quit. When you have a methodology, whether you’re winning or losing, regardless of the score, if you got a methodology, it’s the only way that you can win. Your next level is attainable. Your next level is a tangible place. Your next level is up to you, but your next level is about you creating, adopting or learning methodologies for everything. Now can I be honest with you? Divorce in America is about 50%. The only thing that happens in relationships, we date. We go to movies, we put on cologne and perfume, we actually comb our hair, we open up the door. We got one methodology, to get her. We got one methodology, to get him. And then we get married. And what happens? We change our methodology. Ladies and gentlemen, I’ve been married 23 years and man, I want you to hear me closely. I have a methodology, and here’s my philosophy: it’s cheaper to keep her. So as a result, I try my best to behave the exact same way I behaved when we dated. As I do 23 years later, try it. I promise you, it’ll work.

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We’ve been brainwashed. Yes, we’ve been brainwashed. Think about it, we went to kindergarten and if we were mediocre, we got promoted to the next level called elementary school. We went to elementary school, if we were at least mediocre, we got promoted to high school. Am I right or wrong? And all you had to do is be mediocre in high school, and some of you guys were a pain in the butt, and they graduated you anyway because they didn’t want to deal with you the next year, am I right or wrong? So we’ve been conditioned to get promoted, even if we’re mediocre. Mistake. We’ve been conditioned, that someone else is in charge of our promotion. Our next level. I’m here to tell you as a former professional athlete, all we talked about was the next level and most people think the next level is a cliche. The next level is not a cliche, the next level is a lifestyle. The next level is a tangible place. In three years, I’ve doubled my NBA income in the marketplace. That’s what I call the next level. See I firmly believe that making money is easy. I’ve been in business 15 years. Every year my salary and income gets bigger, stronger and faster. Why? Because I understand the keys to that proverbial next level. You are in charge of your next level. You cannot expect to get promoted to that next level, if you are mediocre. Some of you guys are doing the five million, you want to get your next level, it’s going to require you to become somebody different. If you’re at ten million, you want to get to twenty million, you can, but you must become someone different.

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Ladies and gentlemen, in three years I doubled my NBA income in the marketplace, you hear what I’m saying? And I’ve never had a real job, but I got a mindset. Lesson number one, for you to get to that next level, here’s what you need: information. You need to get information. No offense, I don’t even watch TV. CNN don’t pay my bills, okay. Power don’t pay my bills. I don’t even watch TV. I might catch a sporting event. I don’t get mad with a football game. I love to watch football, but I don’t watch TV. Why? It’s unproductive in my opinion. I get 24 hours a day just like Bill Gates. I get 24 hours a day just like Beyoncé and Jay-Z. You get 24 hours a day, ladies and gentlemen. What do you do with your 24 hours? You need to get more information. In our coaching program, all we do is drop content non-stop. People are like, wow I didn’t know that, wow I didn’t know that. See, you don’t even know, what you don’t know. How did you let me come from behind and clip you? Do you guys know the studies show the better we look, the more money we make? Which means your website should pass the eyeball test, your trucks should pass the eyeball test, your people should pass the eyeball test, you should pass the eyeball test. Everybody in this room has a Promised Land somewhere, but you can’t be stuck on the city you like. You got to hear God and go to your Promised Land. Your Promised Land might be Utah, your Promised Land might be Minnesota, your Promised Land might be Wyoming, hear me clearly. You better use your money to get information and access and you better be flexible, because a real shark is flexible. Can we stop fronting and get real about this thing? If I can do it, you can do it. I knew nothing about life, I knew nothing about business, but I had the right mindset and I learned it through sports. And y’all got to hear my story so you understand. I didn’t start on my college basketball team, I came off the bench at the University of Minnesota. I came off the bench, but in my mind you can bring me off the bench, but I’m an NBA ball player when you get through talking. When you get through, I’m an NBA ball player. That’s why I would walk around saying “you can’t check me, you can’t check me, you can’t check me.” If I was you, I would walk around every day and say, “I’m a millionaire, I’m a millionaire. I declare it right now, I’m worth millions, I’m worth millions. I will receive my salary right now, but I won’t accept it as my value.” So, whatever you receive right now, receive it but don’t you accept it at as your value, because there’s more out here for you, if you change your mindset. In my coaching program, I got a concept called the “Black-Tie Effect”. Oh, I wish I had more time. It’s called a “Black-Tie Effect”. If you don’t own your own tuxedo and go to at least six to ten black-tie events in your market, you suck. There’s no better way, for you, to distinguish yourself as a top business leader in your area, than to go to black-tie events. I didn’t say fundraiser. Black-tie events attract the top businessmen in your area, and what happens at a black-tie event? You sit at the table, and in America we ask two questions. What are those two questions? What is your name, and what do you do? What is your name, and what do you do? What would happen, in your local marketplace, you became known as a philanthropist? What would happen, in your local marketplace, you were known as being charitable? What would happen, in your local marketplace, if all the other business owners, who are highly successful, not only know your company, but they know you personally? Can I ask you a question? How many black-tie events do you go to? When I stopped playing basketball, I had no money coming in, and all I would do is go to black-tie events and be around highly successful people. But I would sit at the table, and they would ask me my name. The second question I was waiting for. What do you do? Well, I’m a former NBA player, but now I’m a motivational speaker. And at those black-tie events, you know they attract not only successful businesspeople, they attract the good guys too. See, snake business guys who only care about money, they don’t go to black-tie events. People who go to black-tie events care about the community. People who go to black-tie events make a difference in their community. Let me tell you something, I noticed right away at the black-tie events, these were the successful people that I wanted to know, and I began to build leverage, I began to build a brand by building relationships with the top business people in my community because I was willing to go to black-tie events. There’s nothing more important you can do, business owner, than to buy you a tuxedo to go to black-tie events, because everybody in the building, is gonna ask you your name and they’re gonna ask you what you do. What would happen if your company became endeared to some charity in your community? Ladies, what better way is it to build the culture? Some of you wives, why don’t you drive this, he’s busy trying to make money, you drive the charity, you found the organization, and you make sure that your company is synonymous with some philanthropic area in the community. There’s nothing better than changing a life! There’s nothing better than blessing somebody who’s less fortunate! I’ve made a commitment, I looked in the spirit of people who were trying to get to that next level. Start your business with charity, there’s no better methodology than that. Never forget this, all great brands are built on passion. So, before you build your brand, it’s not about the color, it’s not about the font, all great brands are built on passion. So, can I ask you a question? What are you passionate about? See, if you’re not passionate about anything, your marketing is gonna be ho-hum as well, does that make sense? You can’t build a great brand without passion. Let’s take a look at Nike. Phil Knight built Nike and the brand out of passion. He loves to run, and he couldn’t find good running shoes, so he said well, I’ll just start a company and make some myself, because a good runner needs to have good shoes. He’s built an international brand based on passion. If you want to be a millionaire you got to think like a million-dollar person, you can’t fake this thing. Now hear what I’m saying, you got to be legit in this game. You can’t fake it to the NBA. You got to be able to ball out, you got to be able to hoop, you got to be legit, and then business is the same way, you got to be legit. So, take your money, get some information in your head, and then take some money and get access. I got three kids, and this is why you got to get access, so you can make life easier for your kids. “Well ain’t nobody do nothing for me,” oh your mindset is jacked up. “Ain’t nobody do nothing for me, so I ain’t gonna do nothing for my kids,” you ain’t thinking about your legacy. Right now, it’s like a track meet, you running a four by one, 100-meter dash. Four by one, and your baton is in your hand, and let me tell you something. I want you to run as strong as you can, as fast as you can, as hard as you can, and one day you’re gonna get old. One day, your knees gonna buckle, and your son is gonna be right behind you. Your daughter’s gonna be right behind you, and at a track meet, they yell, “Stick!” and you got to make a successful handoff to the athlete in front of you. And that’s your son, that’s your daughter, so can you do me a favor? You got to get on that track and run, because the baton is in your hand right now. And to me 50 grand ain’t enough to live your dreams, to me 80 grand ain’t enough to live your dreams. Who’s trying to live in that big house, who’s trying to live in that big car, who’s trying to retire with some real money in the bank? Ladies and gentlemen, you guys know the average American only has $1,500 in savings? You’re a car accident away from going broke. Hear me closely, don’t sell product. Sell hopes and dreams. Don’t sell product, sell hopes and dreams. Don’t sell product, again sell hopes and dreams. I give myself away and blessings come my way. In your community be charitable, in your community be a giver, in your community get to know the other givers, and I promise you one thing something’s gonna happen to your heart, something’s gonna happen to your culture, and the lagging indicator something’s gonna happen to your pocket.

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I got three kids, and this is why you got to get access, so you can make life easier for your kids. “Well ain’t nobody do nothing for me,” oh your mindset is jacked up. “Ain’t nobody do nothing for me, so I ain’t gonna do nothing for my kids,” you ain’t thinking about your legacy. Right now it’s like a track meet, you running a four by one, 100-meter dash. Four by one, and your baton is in your hand, and let me tell you something. I want you to run as strong as you can, as fast as you can, as hard as you can, and one day you’re gonna get old. One day, your knees gonna buckle, and your son is gonna be right behind you. Your daughter’s gonna be right behind you, and at a track meet, they yell, “Stick!” and you got to make a successful handoff to the athlete in front of you. And that’s your son, that’s your daughter, so can you do me a favor? You got to get on that track and run, because the baton is in your hand right now. And to me 50 grand ain’t enough to live your dreams, to me 80 grand ain’t enough to live your dreams. Who’s trying to live in that big house, who’s trying to live in that big car, who’s trying to retire with some real money in the bank? Ladies and gentlemen, you guys know the average American only has $1,500 in savings? You’re a car accident away from going broke.

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The first game of my senior year, I’m in great shape – but unfortunately I broke my foot. I had never been hurt a day in my life. My very first game, I broke my foot. I threw me a pity party. My trainer came to me, says, “Walter, we can get you back for the big 10 season. We can get you back, son. We can get you right back in five weeks.” I said, “Roger, when I come out of surgery, I want you to take me to the stationary bike, put me on the bike, and tape my cast to the pedal. “But Walter, when you come out of surgery, you’re gonna be on morphine, you won’t feel like it, go back and rest.” I said, “Roger, I don’t have time to rest. Can you do that favor for me? Can you take me to the stationary bike, put me on the bike, and tape my cast to the pedal?” As soon as surgery was over, he carried me to the stationary bike, put me on that bike, and he taped my cast to the pedal, and I had a customary workout that was symbolic that I don’t have time to rest. I had tears in my eyes as I pedaled their bike, and I thought to myself: I can’t quit. I can’t give up. I came back in six weeks, we playing against the Ohio State Buckeyes on national TV. They had a guy named Jimmy Jackson at that time. On national TV, me and Jimmy Jackson are going at it. In the first half, I have 15 points, five rebounds and five assists, and as the first half ran out, I pulled up for my patented baseline jump shot, and I felt my foot break again. I’ve been trained to follow through. Every day in practice, my coaches say, “Walter, shoot it like you own it, baby! Shoot it like it’s yours!” Even though I felt my foot break, I still follow through, and my last college basketball shot went in all net, because I’ve been trained to follow through. [Applause] You have to be disciplined every single day, and train yourself to follow through on all your fundamentals, and that’s how you’re going to be successful you have to do it when you don’t feel like it. You have to do it when you feel discouraged. You have to do it when you don’t feel healthy. You have to do it when you’re under the weather. Every single day, you have to train yourself to focus, and commit to your business, and follow through.

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There’s a fight right around the corner, just waiting for you. You better learn how to fight. You got to get up every morning, fighting, clawing, scratching. You got to beat depression, you got to beat anxiety, you got to beat the naysayers, you got to beat that little voice in your head that’s telling you, you’re not good enough. When I think about fighting, I’m not talking about people. I’m talking about situations, I’m talking about circumstances, I’m talking about opportunities, that sometimes you have to fight for. Come on life, let’s fight, let’s go! Come on job, let’s go, come on career, let’s go. I’m gonna go to war. That dream is not going to sit there and wait for you to come and get it, you gotta chase it. Like a man possessed, you gotta go get it. But to win fights, you gotta have stamina. You gotta be ready to fight and bounce back. Punch and counterpunch, jab and jab back. Let me tell you something, life is a series of fights. The worst thing you can do, is run away from your fights, because if life is a series of fights, and you run away? You just ran away from your life. We got to fight, we got to fight. We can’t lay down. When you lay down, you get ran over. When you’re about to fight, you know the fight’s coming, your adrenaline begins to pump, your heart begins to race. Your mind gets right, and say, “Look, I’m not gonna just fight, I’m gonna win this battle, and sucka, you’re going down!” Some of you guys are out there fighting for your life, why? ‘Cause the doctor told you, you have cancer. You better not feel sorry for yourself. You better not lay down and quit. You better get up and fight, because a happy spirit does a body good, like medicine. Fighting for your future. Fighting for your dreams. Fighting for success. When you come over the pressure, you raise your arms like a champion. When you overcome bankruptcy, you raise your arms like a champ. When you come over divorce, raise your arms in victory. Sometimes in life, you get caught with a good one. You didn’t see divorce coming, you didn’t see cheating coming. You didn’t see being fired coming. You got sucker punched. Oh I been sucker punched before, but that doesn’t mean I can stop fighting. We gotta get up, baby. When you get sucker punched, get up! If you get hit in the gut, get up! If you want to win this war, you gotta learn how to fight. One battle at a time. One war at a time. You might not win every fight, but you’ve got to win the war. You got to have the right attitude, the right mindset, the right mentality. Not just to fight, there’s going to be a war, and you won’t quit until you win. There’s going to be a war, and don’t you quit, until you win. Let’s fight, let’s fight, let’s fight, and let’s fight.

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Here’s the first thing I want you to understand. The only reason I made it to the NBA. The only reason I’m an award winning Hall of Fame motivational speaker. Give it up to Check Creative, they turned this thing out, they have brought you, me, and I’m not cheap. [Applause] The only way I made it to the NBA, business people, was that I mastered the fundamentals of basketball. Every single day, I had a drill. Dribbling, shooting, rebounding, passing defense. I had to get in great shape, the greatest shape of my life. The only reason I made it to the NBA is because I mastered the fundamentals of basketball. So when we left basketball and got into business, we didn’t focus on making money. Your biggest mistake right now, you need to shift. Stop focusing on money. If I were you, the focus is not money. The focus should be the mastery of business fundamentals.

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Sharks never stop swimming. Sharks never go backwards, or they die. A sucker fish’s job is to go for a free ride with the sucker fish, with the shark, but the sucker fish’s job is to clean parasites off the shark. And a benefit of a sucker fish, that it gets to eat the scraps that the shark creates, because they never stop swimming which means they never stop hunting, so a sucker-fish benefits from a shark, and they go for a free ride through the ocean. And their job is to make sure that they clean the parasites off the shark’s skin. That’s why mentorship is so important. Mentorship is all about sharks and sucker fishes. Last night at dinner, Brian told me about his relationship with Zig Ziglar. At the time the relationship being born, Zig Ziglar was the shark, Brian was the sucker fish. But a shark can teach a sucker fish how to hunt. A shark can teach a sucker fish how to think like a shark, act like a shark, and behave like a shark. He stays so close to this shark, he became one himself, and right now.

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